To grow and retain a portfolio of high value commercial banking relationships by performing a proactive, mobile, value adding financial partnership role, ensuring that close personal attention is given
to providing a full array of customised Trade Finance solutions and services tailored to meet the growth needs and potential of the portfolio.
Key Responsibilities/Accountabilities
To understand customers businesses and to anticipate the requirements through a consultative selling process.
To match customers needs with product capabilities through presentation of tailored demonstrations and proposals.
To negotiate terms and conditions with customers to maximize revenue and profitability.
To provide structured solutions to meet the specific trade finance requirements of our customers and prospects.
To undertake a disciplined product-oriented sales management process.
Develop innovative relevant Trade Product programs to meet differentiated customer needs
To monitor, track and report on sales activity on a periodic basis and to ensure action is taken to meet sales targets.
To provide technical product expertise to the sales team and conduct joint calls to ensure joint sales goals are met, new revenue opportunities are identified and customer feedback on product and
competition is obtained.
Ensure adequate pricing of Trade products on a revenue/expense basis and ensure full collection of fees and commissions, whilst growing this revenue line
To ensure smooth deal implementation and adherence to high levels of service quality.
To identify opportunities for cross selling and referrals to other product lines through developing a good understanding of client needs.
Facilitate customer service issues and to ensure a high level of post sales service is made available to the clients at all times. Maintain ongoing contact with customers to ensure targeted level of utilization.
Responsible for the implementation and adoption (within Section) of all Compliance, Anti-Money Laundering and Sanctions related requirements contained in policies, procedures and processes.
This includes the consideration and approval of PEP on-boarding and continued business engagement in instances where no adverse information is available.
Preferred Qualification and Experience
Business related University Degree Qualification
Relevant business related qualification particularly in the Commercial field
Experience
Ability to understand, interpret and conduct financial statements analysis will be an added advantage Awareness/knowledge of the full range of Banking products and services (including Operational products,
Electronic Banking, Treasury, Foreign Trade.
Knowledge/Technical Skills/Expertise
Good knowledge of trade finance products available globally, their features, applications and potential improvements and to combine these with the ability to translate these into the local market
In-depth knowledge of the local market, customers and competitors
Ability to communicate at all levels of the organization both internally & externally
Ability to keep abreast on changes in the market, customer requirements, competitors responses and the bank’s ability to use information to identify new business opportunities.
Strong interpersonal, communication, presentation and organizational skills.
Comprehensive knowledge of banking operations.
Organizational and people management skills.
Strong analytical skills
Strong numerical skills and financial acumen to analyse evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios.
A sound understanding of cash – flow cycles pertaining to the industry being analysed.
A good knowledge of financial spreadsheet applications (e.g. Excel) to capture and analyse financial data.
Good knowledge of general banking practices and procedures.
A good understanding of the principles and practices of business economics and the current business economic environment.
A good current knowledge of different industry sectors and sector risk profiles/ trends; this includes an understanding of the impact of climactic conditions on the agricultural market (if there are agric clients in the portfolio).
A thorough knowledge of multi-level products available to business banking customers (features & benefits) and pricing structures.
A good knowledge of financial investment options, vehicle and asset finance and electronic banking options for lead generation purposes.
A good knowledge of competitor offerings and structures.
A sound knowledge and understanding of Credit principles and practices, including an understanding of credit application, securities and balance sheet requirements.
A strong working knowledge of the terms and conditions of multiple legal entities (companies, close corporations, sole proprietorships etc.) in the commercial market and the legislative restrictions & requirements governing these from a financial services perspective.
Sound understanding of current taxation laws as they apply to the portfolio of customers.
Negotiation skills.
A good working knowledge of administration processes and procedures pertaining to Business Banking transactions.
Excellent verbal and written communication skills.
Knowledge of how to use the Group Reference Guide to access/ look up relevant information.
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